The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth

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9780071739030: The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth

Can you handle SUCCESS?

With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time.

At long last, a solution to this common problem is at hand. It’s called the Sales Growth Model™. Created by David Cichelli and his team at the Alexander Group, a leading sales effectiveness consulting company, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In The Sales Growth Imperative, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue— and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one:

STAGE 1: START–UP
Growth at an accelerating rate
Challenges: adding additional selling capacity

STAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keeping current ones, and launching new products

STAGE 3: RE-EVALUATION
Little to no growth
Challenges: price management and cost reduction

STAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reaching new markets, and specialization

As growth rates change, new sales solutions are necessary. You need to anticipate and execute your own successful sales strategy accordingly. Don’t let growth become an obstacle to success. the culmination of 30 years of experience consulting for such companies as FedEx, Verizon, American Express, HSBC, and Starbucks, the Sales Growth Model is the only way to ensure smooth sailing through the surprisingly troubled waters of success.

“David’s expertise regarding compensation and sales effectiveness is clearly articulated in The Sales Growth Imperative. This book outlines effective tools that can be used at each stage of your business growth.”
—Bruce Dahlgren, Senior Vice President, Managed Enterprise Solutions, HP Imaging and Printing Group

“Interested in growing your sales? David Cichelli has crafted a comprehensive guide marketing professionals can use to understand and work effectively with their sales teams. . . . If you are in marketing and need to work with your sales force, get this book!”
—John L. Graham, Professor of Marketing, The Paul Merage School of Business, University of California, Irvine

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About the Author:

David J. Cichelli is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University's Sales Management Program. Cichelli is the author of Compensating the Sales Force and World at Work's one-day class on sales compensation, and he is a contributing author to Sales and Marketing magazine.

"About this title" may belong to another edition of this title.

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 231 x 152 mm. Language: English . Brand New Book. Can you handle SUCCESS? With business growth come greatthings-larger market share,increased revenue, happy shareholders.However, sustaining revenue growthis seldom easy. Sales departments must quicklyand seamlessly change sales strategies and tacticsto grow sales. Unfortunately, sales departmentsare often ill-equipped to make the rightchanges at the right time. At long last, a solution to this common problemis at hand. It s called the Sales Growth Model(t).Created by David Cichelli and his team at theAlexander Group, a leading sales effectivenessconsulting company, the Sales Growth Modelexplains how to keep sales results improvingduring all phases of market maturity.In The Sales Growth Imperative, Cichelli useshis game-changing approach to help youanticipate impending challenges and take theright action, enabling the growth to continue-and the sales department to flourish. He showsyou the four stages of business growth andillustrates the challenges of each one: STAGE 1: START-UP Growth at an accelerating rate Challenges: adding additional selling capacity STAGE 2: VOLUME GROWTH Growth at a declining rate Challenges: finding new customers, keepingcurrent ones, and launching new products STAGE 3: RE-EVALUATION Little to no growth Challenges: price managementand cost reduction STAGE 4: OPTIMIZATION Profitable revenue growth Challenges: new value proposition, reachingnew markets, and specialization As growth rates change, new sales solutions arenecessary. You need to anticipate and executeyour own successful sales strategy accordingly.Don t let growth become an obstacle to success.the culmination of 30 years of experience consultingfor such companies as FedEx, Verizon,American Express, HSBC, and Starbucks, theSales Growth Model is the only way to ensuresmooth sailing through the surprisinglytroubled waters of success. David s expertise regarding compensation and sales effectiveness is clearlyarticulated in The Sales Growth Imperative. This book outlines effectivetools that can be used at each stage of your business growth. -Bruce Dahlgren, Senior Vice President,Managed Enterprise Solutions, HP Imaging and Printing Group Interested in growing your sales? David Cichelli has crafted a comprehensiveguide marketing professionals can use to understand and work effectivelywith their sales teams.If you are in marketing and need to work with yoursales force, get this book! -John L. Graham, Professor of Marketing,The Paul Merage School of Business, University of California, Irvine. Bookseller Inventory # AA39780071739030

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 231 x 152 mm. Language: English . Brand New Book. Can you handle SUCCESS? With business growth come greatthings-larger market share,increased revenue, happy shareholders.However, sustaining revenue growthis seldom easy. Sales departments must quicklyand seamlessly change sales strategies and tacticsto grow sales. Unfortunately, sales departmentsare often ill-equipped to make the rightchanges at the right time. At long last, a solution to this common problemis at hand. It s called the Sales Growth Model(t).Created by David Cichelli and his team at theAlexander Group, a leading sales effectivenessconsulting company, the Sales Growth Modelexplains how to keep sales results improvingduring all phases of market maturity.In The Sales Growth Imperative, Cichelli useshis game-changing approach to help youanticipate impending challenges and take theright action, enabling the growth to continue-and the sales department to flourish. He showsyou the four stages of business growth andillustrates the challenges of each one: STAGE 1: START-UP Growth at an accelerating rate Challenges: adding additional selling capacity STAGE 2: VOLUME GROWTH Growth at a declining rate Challenges: finding new customers, keepingcurrent ones, and launching new products STAGE 3: RE-EVALUATION Little to no growth Challenges: price managementand cost reduction STAGE 4: OPTIMIZATION Profitable revenue growth Challenges: new value proposition, reachingnew markets, and specialization As growth rates change, new sales solutions arenecessary. You need to anticipate and executeyour own successful sales strategy accordingly.Don t let growth become an obstacle to success.the culmination of 30 years of experience consultingfor such companies as FedEx, Verizon,American Express, HSBC, and Starbucks, theSales Growth Model is the only way to ensuresmooth sailing through the surprisinglytroubled waters of success. David s expertise regarding compensation and sales effectiveness is clearlyarticulated in The Sales Growth Imperative. This book outlines effectivetools that can be used at each stage of your business growth. -Bruce Dahlgren, Senior Vice President,Managed Enterprise Solutions, HP Imaging and Printing Group Interested in growing your sales? David Cichelli has crafted a comprehensiveguide marketing professionals can use to understand and work effectivelywith their sales teams.If you are in marketing and need to work with yoursales force, get this book! -John L. Graham, Professor of Marketing,The Paul Merage School of Business, University of California, Irvine. Bookseller Inventory # AA39780071739030

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